Share what you know with millions of people

Focus is the best place to turn what you know into remarkable content

×

Charles Green

Follow Following Unfollow

Founder, CEO, Trusted Advisor Associates

448 points

Author, Trust-based Selling; co-author, The Trusted Advisor.
Founder and CEO of Trusted Advisor Associates (since 1997)
20 years' management consulting: The MAC Group, Gemini Consulting
MBA Harvard
BA Columbia, Philosophy

WEB: Trust Matters blog

Oct. 20, 2011

Charles Green is now following S. Anthony Iannarino and 2 other people

Oct. 20, 2011

Charles Green recommends this answer by Dave Brock

Do you need to change tactics when selling to a C-level exec vs mid-management?

There are a lot of great responses covering a whole lot of areas. I'll try to expand on this a little.
Are we calling on the right levels? There seems to be an assumption that sales people make (particularly B2B) that you have to call on ... more

Decision Influencers

Decision Makers

Aug. 11, 2011

Charles Green and 1 other person answered this question at this roundtable

Selling with Integrity as a Competitive Advantage [8/17 @ 11 am]

Doesn't everybody claim to sell with integrity? How can somebody really differentiate themselves?

Great question Deborah, thanks.
I think you're right that nearly everyone claims or implies that they sell with integrity. Certainly no one claims they don't. But claims and behaviors are two different things. The answer to the question lies in noting that while most sellers may ... more

Sales Management

Aug. 10, 2011

Charles Green is speaking at this roundtable

Selling with Integrity as a Competitive Advantage

Sales Management

July 15, 2011

Charles Green answered this question

How do you get a business book published?

Don't get side-tracked by focusing on the question of self-publishing vs. finding a "name" publisher; that's important, but whichever route you go, you need to answer the same simple questions:
1. Who will buy the book?
2. Why will they buy the book?
3. Who else has a ... more

July 15, 2011

Charles Green and 1 other person answered this question

If I want to write a business book, what's the very first step I should take?

I'll say, do NOT start with the obvious thing--the title. Force yourself to save the title for the very end.
Instead: sketch out a series of articles or blogposts on the general topic you intend to cover. This will end up being your table of contents--but ... more

General Management

April 4, 2011

Charles Green recommends this answer by Dave Brock

What's the best thing to do with a top-producing salesperson who refuses to follow process?

This is a fantastic question because it forces us to look at real challenges in managing a team and performance. There have been a lot of great responses, some of my thoughts:
1. First you really need to understand why they aren't using the process.
2. If ... more

Sales Management

Talent Management

March 16, 2011

Charles Green recommends this answer by Rosanne Dausilio PhD

What is the best way to train sales people to better understand their customers needs?

We are given two ears, two eyes, and one mouth and they should be used accordingly. If you want to best undersstand your customer, let them talk, ask the right questions so you can know who they are, what they need, and then proceed to ... more

Sales Development

Sales Management

March 8, 2011

Charles Green recommends this answer by Judy McKee

What is the best way to shift a buyer from a price-based decision to a value-based decision?

The numbers are really important but the emotional reason people do things is WAAAAY more important. I agree with Charlie.
The discussion wouldn't be about the money if the client could say what he/she means. Check the questions you ask when talking to the prospect. ... more

Value Based Pricing

Feb. 9, 2011

Roger Tung selected a best answer for

What does Charles Green mean when he talks about a "trusted advisor"?

I've been recommended Charles' book "Trust-Based Selling" and also heard about the Trusted Advisor Mastery Program Charles teaches. I was wondering if anybody can give me a little insight on what he means when he talks about being/becoming a "trusted advisor"? more

Trusted Advisor

Feb. 9, 2011

Charles Green and 5 other people answered this question

What are the top things reps should know or improve to leap into management?

I'll echo Megan with a twist: to understand that everyone else is not necessarily like you.
That means, for example:
1. Not everyone sells the way you do
2. Not everyone cares to hear the way you sell
3. Sharing your expertise doesn't necessarily affect anyone.
This learning--which goes way ... more

General Management

Sales Management

Jan. 31, 2011

Charles Green recommends this answer by Dave Stein

Sales training "worst practices": What are some of the biggest mistakes made in sales training?

Based on ESR's ongoing work and research on this topic, here's my list:
1. Not understanding how your customers buy--their tendencies, preferences, processes, alternatives, capabilities, etc. Ten years ago a mediocre salesperson could have some control over a customer buying process. Now even the strongest ones ... more

Sales Management

Worst Practices

Jan. 16, 2011

Charles Green and 26 other people answered this question

Sales Presentation Best Practices: What are your 3 tips for giving a successful sales presentation?

1. Job One is offer some value in the presentation itself. And don't make it advertising, about yourself, or cheap platitudes. Take a point of view, do some research, and offer up something really of value to the prospect. If you can do that, you ... more

General Management

Nov. 5, 2010

Charles Green and 4 other people answered this question

What do you think is the single toughest question thrown at a salesperson? And the best answer?

Steve, I guess one man's "ploy" is another man's disarming invitation.
It works beautifully with sophisticated clients of professional services, because it tells them they don't need to engage in posturing, and can in fact get past industry generalizations and talk about their personal- and ... more

Toughest Question

Oct. 31, 2010

Charles Green and 10 other people answered this question

What importance does understanding and leveraging corporate politics have on B2B sales success?

Let me try and add another dimension, or maybe just a tweak.
When you say 'politics,' I want to take that word seriously. It goes way beyond the decision-specific positions of those influencing the buy--I think a seller has to take a serious look at ... more

Following 3 Topics

General Management

Sales Management

Following 3 People

Followed by 11 People

Knowledgeable in 25 Topics

#37 of 2156

#1 of 32

#283 of 2984

Sales Management

#36 of 522

#109 of 1429

#3 of 64

#32 of 217

#14 of 64

#28 of 141

Talent Management

#114 of 470

Sales Presentation

#12 of 22

#8 of 24

#73 of 220

#179 of 341

#214 of 419

General Management

#404 of 1194

Worst Practices

#14 of 22

Decision Makers

#10 of 25

Thought Leadership

#25 of 27

#19 of 29

Sales Development

#37 of 45

#33 of 56

#57 of 115

#94 of 120

#325 of 508